Bill Lee

This is the time of year when executives begin to peek into their crystal balls in an attempt to make some predictions about the coming year.

Spend as much time as possible with people who are more successful than you are.

To improve the quality of the questions you ask on a prospect call, it helps to do your homework.

I have always maintained that a salesperson’s number one goal on a prospect call is to get permission to come back.

The number one reason key people leave one company for the next is because they believe management doesn’t appreciate them.

The single most difficult task for an owner or manager is to drop what he or she is doing and conduct an executive search.

The number of customers you can effectively manage has a lot to do with the level of service your customers require.

What single area of a contractor-oriented business do salespeople most frequently neglect? My answer: Marketing.

When you analyze which aspects of your job consume the most time, the list is long; but servicing your customers is usually the most time consuming of all.

The way your competitors go to market and the way your salespeople respond to your competitors’ pricing tactics have a lot to do with both the sales and the gross margin your salespeople can achieve.